Senior Director, DoT Account Lead

ICF is a leading global consulting and technology services company at the forefront of AI-driven digital modernization. Combining deep domainexpertisewithcuttingedgetechnologies advanced analytics and human-centered practices to help federal agencies achieve a step change in productivity and mission impact. With a team ofnearly2000multidisciplinary technologists and an expansive ecosystem of over 30 platform partners ICF delivers scalable innovative solutions across the federal government from AI and cloud to open source low-code platforms and data analytics. As we expand our technology footprint across the federal marketplace we are looking for experienced Federal growth leaders to drive the next chapter of our impact.

As an experienced business development professional you will bring yourrobust business acumenintuitivesellingand closingskills and honed business expansion experience to this role you will driveand deliverrobust growththroughout willbe responsible forthe full lifecycle of business development activities toincludebuilding qualifying and managinga robust pipelineand confidentlyshaping capturingand winninglarge single award opportunities working collaboratively withlines of businesscaptureand proposal teams.

The Senior Director DoT Account Lead role is focused onnew sales andbuilding direct federal customer relationships within the federal marketplace tofurther position ICF as a trustedadvisor andensure sustained YoY growth and market expansion. Knowledge and experience in marketing capabilities in the areas of application development data and analytics and digital modernization isrequired and knowledge ofopen source cloud andlow-code/no-code and enterprise platforms such as Salesforce Appian Databricks ServiceNow and related data fabric/data mesh technologies and AI-enabled solutions.

This role is remote and requires regular travel to client sites ICF offices and conferences.

Responsibilities:

• Identifies shapes and wins unrestricted prime digital modernization and infrastructure/transportation opportunities to enable DoT YoY growth and footprint expansion within the department.

• Develops builds and owns a 3-year strategic growth plan and effectively owns and manages an active pipeline

• Strengthens expands and nurtures customer relationships to gain trusted advisor status and delivers sustained growth.

• Identifies develops and implements near-term and long-term win strategies that provide the business an opportunity to grow revenue.

• Owns delivery against annual new-business sales targets and drives win rates on new pursuits and recompetes.

• Nurtures & sustains partner relationships that align with market growth and business development objectives.

• Represents ICF at customer meetings and executive briefings conferences and industry events and external speaking engagements.

• Develops and supports strategic partnerships with government and industry leaders driving innovation and new business opportunities.

• Interacts regularly with senior management/executives from multiple areas within the company including briefings and presentations on sales initiatives and outcomes.

• Partners with lines of business to support overall strategic planning and links pursuits/capture activities that support business development metrics for awards submits and pipeline growth in IT modernization and digital services.

• Directly engages in capture on the accounts must-win opportunities and may lead line-led captures as needed partnering with capture line and proposal teams to protect recompete win rates and expand new business.

What you must have:

• Bachelors Degree in business or IT related fields.

• 10 years of demonstrated experience selling and winning IT work within the federal market.

• 10 years of building and executing client call plans shaping requirements and leading business development strategies in a collaborative team environment.

• 8 years of demonstrated and verifiable contract awards valued over $50M in addition to IDIQ vehicles.

• 8 years of recent and demonstrated DoT experience establishing partner and client relationships and selling digital modernization solutions to multitude of OAs at DoT.

• 2 years selling modern AI-enabled solutions to the federal marketplace.

• Demonstrated experience working with program teams to identify capabilities and potential opportunities in adjacent and alike markets.

• Exemplary presentation and communication skills including authoring white papers and responding to RFIs and other presentation materials.

• Demonstrated success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions status and strategies to senior management in a clear concise and decisive manner.

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Working at ICF

Pay Range - There are multiple factors that are considered in determining final pay for a position including but not limited to relevant work experience skills certifications and competencies that align to the specified role geographic location education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is: